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Tag: Negotiation (Page 2 of 2)

Finding the Right Negotiation Style

06/03/2014 /

Persuading is a key communication skill that helps you to achieve influence with others. The ability to persuade can be developed and improved in order to  become a better negotiator.

The article is meant to help you find the best negotiation approach to use on the base of your level of intuition and your influencing capabilities. The psychologist Kenneth Berrien elaborated the so called Persuasion Tolls Model.

In his studies of applied psychology in the 1940s, Berrien linked negotiation and persuasion style to emotional intelligence (EI).

According to the model, four negotiation approaches exist:
– emotion
– logic
– bargaining
– compromise.

Find out what your Right Negotiation Style is: http://www.mindtools.com/pages/article/newCS_80.htm

negotiation skills map

Image source: Diplofoundation

4 principles for “Getting to Yes”

21/05/2013 /

In their book “Getting to Yes”, Roger Fisher and William Ury develop four principles of negotiation, which can be used effectively on almost any type of dispute.

The four principles are:

1) separate the people from the problem;
2) focus on interests rather than positions;
3) generate a variety of options before settling on an agreement;
4) insist that the agreement be based on objective criteria.

Read more on http://www.negotiations.com/book-reviews/getting-to-yes/ or http://www.colorado.edu/conflict/peace/example/fish7513.htm

Get Ready to Negotiate: the Seven Elements (Tool #2)

16/05/2013 /

Last week, it was stressed the importance of getting ready before starting a negotiation (link al post precedente). A specific tool, the Four Quadrants, was introduced in order to help negotiators think systematically and collect the right information beforehand. Today, a second tool, the Seven Elements, is introduced. For more information on these tools please check the book Beyond Machiavelli of Fisher, Kopelman, and Kupfer Schneider .

According to the authors, most of the Seven Elements “were originally introduced as a way of explaining the different components of negotiation, but subsequent experience has proven their usefulness as a preparation tool in any situation where persuasiveness may be demanded.” Therefore, before sitting at the negotiating table try and fill out as carefully as possible each of the items in the chart below.

SEVEN ELEMENTS OF A CONFLICT SITUATION
Interests

Have the parties explicitly understood their own interests?
Do the parties understand each other’s priorities and constraints?
Options

Are sufficient options being generated?
Is the process of inventing separated from the process of making commitments?
Legitimacy

Have relevant precedents and other outside standards of fairness been considered?
Can principles be found that are persuasive to the other side? To us?
Relationship

What is the ability of the parties to work together?
Is there a working relationship between their negotiators?
Are the parties paying attention to the kind of relationship they want in the future?
Communication

Is the way the parties communicate helping or interfering with their ability to deal constructively with the conflict?
Are mechanisms in place to confirm that what is understood is in fact what was intended?
Commitment

Are potential commitments well-crafted?
Does each party know what it would like the other party to agree to?
If the other side said yes, is it clear who would do what tomorrow morning?
Alternatives

Does each side understand its Best Alternative to Negotiated Agreement – its BATNA?
Are the negative consequences of not settling being used to bring the parties together?

Get Ready to Negotiate: the Four Quadrants (tool #1)

09/05/2013 /

It is often said that a good negotiator is the one who is capable of turning a win-lose situation into a win-win situation. The only way to do so is generating fresh ideas and options which could at least partially satisfy the interests of the parties. However, reaching this goal is extremely difficult, for negotiations are usually characterized by objective (e.g., time constraints, difficult procedures) and subjective (e.g., strong feelings and emotions, misperceptions) obstacles. In order to overcome these obstacles, it is of the utmost importance to get ready for the negotiation. In this post, and in another one that will be online next week/tomorrow, two tools are introduced. They are taken from a great book, Beyond Machiavelli, written by Roger Fisher (founder of the Harvard Negotiation Project and co-author of Getting to Yes), Elizabeth Kopelman, and Andrea Kupfer Schneider. Check it out on Amazon to have more information on the negotiation tools, on how to use them, and on many other interesting ideas they put forth.

The first tool is the Four Quadrants. Before sitting at the negotiating table, try and think analytically and go through with the four categories shown in the chart below. According to the authors of Beyond Machiavelli, “a Four-Quadrant Analysis encourages systematic yet creative problem-solving.”

A four-quadrant analysis for problem-solving
Quadrant I Quadrant II Quadrant III Quadrant IV
What is wrong?

Perceptions of:
– disliked symptoms;
– a preferred situation;
and the gap between them.

 General Diagnoses

Possible reasons why the problem hasn’t been resolved or the conflict settled.

Possible causes (about which somebody could do something) of the gap in Quadrant I.

 General Approaches

Possible strategies for overcoming the identified diagnoses.

 Action Ideas

Ideas about who might do what tomorrow to put a general approach into action.

Negotiating skills

13/12/2012 /

What does it take to be a good negotiator? There are many skills involved in negotiations and they should all be considered by those involved in diplomatic negotiations.

In this illustration realized by Stefano Baldi on the basis of his experience in multilateral negotiations, it is possible to have an idea of the main skills that are required for a successful diplomatic negotiator.

Image source: Diplofoundation

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